Head of Sales & Commercial Strategy
Full-time
Munich, Germany
About the Company
SEIA GmbH is a Munich-based trade compliance technology company. Our platform, SEIA PERCEIVE, delivers continuous monitoring and data analytics-driven compliance assurance for export controls, sanctions, and customs to large multinationals across a variety of sectors, including defence, aerospace, life sciences, chemicals, automotive, manufacturing, and energy. We were founded in 2022 by two practitioners, one a trade compliance lawyer and the other a data analytics specialist and have demonstrated very strong product market fit and organic growth with founder-led sales. We are now looking to take our next big commercialisation step forward and for the right person to build our future organisation and lead commercial strategy.
Job Description
This is fundamentally a building role. You will design the commercial strategy, put the foundations in place (pipeline structure, sales process, forecasting, pricing and packaging input, go-to-market sequencing), and then start proving it out in the market. You will work closely with the founders throughout, initially as a close partner in a small team, and over time as the person who owns the sales department and runs commercial strategy.
A note on scale: You will not be inheriting a large sales organization, you will be creating one. Early on, this will mean hands-on sales and commercial operations, with a view to then growing and leading the team.
Role:
- Lead the transition from founder-led sales to a structured commercial function, working closely with both founders throughout.
- Own and close deals directly in the early phase, while building the infrastructure and playbooks that will let a future team do the same at scale.
- Set the plan for how and when the team scales, and hire and lead the first commercial hires once the foundation is in place.
- Report on pipeline health, forecasting accuracy, and commercial performance to the founders and, over time, to investors.
- Develop SEIA's commercial strategy: target segments, sales motion, pricing and packaging input, and go-to-market sequencing across our core industries.
Requirements
What We're Looking For
Skills
Fluency in English.
A strong sense of ownership and responsibility.
Proven ability to take a plan from concept to reality.
Genuine enjoyment of building strcutures and processes.
Comfort operating without clearly defined organizational strcutures.
Time management and prioritization skills. Not everything can be accomplished on day one, it will be critical to take concrete steps.
Strong cross-cultural communication skills.
Experience
Experience in B2B enterprise sales, ideally in a scaling technology company, and ideally with some exposure to complex, regulated, or technical sales environments (e.g. Regulatroy tech, risk management).
Experience supporting customers with enterprise procurement processes.
Experience or strong interest in trade compliance, export controls, sanctions, customs, or adjacent regulatory/GRC technology is a plus but not a requirement.